Channel Director

Accountabilities

• Build, scale, and manage a high-performing channel and alliances program that drives partner-sourced and partner-influenced revenue across national and regional ecosystems.
• Design and implement a structured, tiered partner program including engagement models, deal registration, and rules of engagement.
• Develop partner onboarding and enablement frameworks, including training programs, playbooks, and supporting content.
• Drive executive-level relationships with national partners and deepen strategic alignment with key organizations.
• Activate regional VARs and security partners through enablement sessions, pipeline campaigns, and joint selling efforts.
• Own partner pipeline development, ensuring consistent opportunity generation and progression through co-selling motions.
• Establish governance mechanisms including QBRs, scorecards, and joint business planning with partners.
• Collaborate cross-functionally with Sales, Marketing, and Services to maximize partner effectiveness and revenue impact.

Requirements

• Strong channel leadership experience in cybersecurity or enterprise technology environments, with a proven ability to build and scale partner programs.
• 4-8+ years of experience in channel, alliances, or partner leadership roles within MSSP, cybersecurity, or enterprise services environments.
• Experience working with VARs, national integrators, or strategic security partners.
• Proven ability to build or scale partner programs, ideally in early-stage or evolving environments.
• Strong executive presence with experience managing senior partner relationships.
• Demonstrated success in partner enablement, pipeline development, and co-selling strategies.
• Strong cross-functional collaboration skills across sales, marketing, and technical teams.
• Able to translate strategy into execution and drive measurable revenue outcomes.
• Highly organized operator with strong governance and performance tracking discipline.
• Builder mindset with the ability to create structure, processes, and scalable frameworks.

Benefits

• Competitive annual compensation ($120,000-$180,000 range depending on experience and location)
• Performance-based incentives tied to revenue and partner success metrics
• Comprehensive medical, dental, and vision insurance
• Flexible work arrangements
• 401(k) retirement savings plan (where applicable)
• Professional development and training opportunities
• Opportunity to build and scale a channel function from the ground up
• Exposure to leading national and regional cybersecurity partners
• Inclusive and diversity-focused workplace culture